4 WAYS TO ACCELERATE YOUR SELLING – AND SELL MORE
To excel in any selling situation, you must have a combination of vision and confidence, and confidence comes primarily from knowing what you are selling. You also have to know and understand yourself and your goals.
You have to recognize and accept your special talents as well as your weaknesses. To do this will require a kind of personal honesty and discipline that not everyone is capable of. Then in addition to knowing yourself well, you must continue learning about yourself as well as other people.
You must also be caring, forgiving and laudatory with others and with yourself. In any sales situation, you must accept other people as they are and for who they are, and not as you would like for them to be.
One of the most common faults of modern average salespeople is that they are likely to show impatience when the prospective customer is slow to understand or make a decision. On the other hand, it should be remembered that today’s successful superseller handles these same situations the same as he would if he were simply gathering information or making an appointment with the chairman of the board.
Here are four ways you can accelerate your selling and sell more in the process:
1. Compliment Other People and their Abilities
Pay people sincere compliments and then acknowledge the compliments.
Here’s a way you can make it work for you: Say you compliment an associate about some new office furniture they just bought. Most of us would probably say, “Your new furniture looks good and suits the office.”
On the other hand, the professional that understands the power of complementing the individual would say something like this. “Your new furniture looks great and really suits the office. I think you have a natural talent for decorating. You’ve never taken decorating lessons have you?”
Everyone can give a compliment. But only someone really interested in people knows how to pass on a compliment that will make the hearer feel really special.
2. Focus on things you Have in Common
Another basic way to attract people to you is to find the things you have in common with them. The areas of commonality between you could be based on work, family, sports, social and/or business contacts, hobbies, interests and so on.
Here’s a hint. Have a pre-prepared card with space allocated on it for work, family, sports, social and/or business contacts, hobbies, interests etc. That way there will be no need to go out of your way to acquire this information. You’ll be able to do this as part of your contact. Alternately, you can simply ask whatever questions come to mind, or are relative to the conversation. But remember, don’t just listen, hear what they say.
3. Don’t just Listen, Hear what They Have to Say
Most of us tend to give our listening skills little more than just basic lip service. Just hearing another person’s words when they’re talking to you is not listening. Most of us think it is, but a seasoned professional knows better.
This is what they do. Professionals know how to listen to someone without thinking of what question they’re going to ask next; without thinking of their own agenda or without thinking of selling them. They know that when you just listen and focus all of your attention on your prospect, they will be drawn to you. Simply by the depth by which you listen to them.
Do it right, and you’ll find a dialogue of exchange will take place that is rich and engrossing. When that happens, the communication between two people causes an irresistible attraction.
4. Take Control of Every Call a MUST for Sellers
A friend of mine believes that after the introductory call on his prospect, he is there to sell his products and collect money in the process. To him, no call is a social event. He also believes that any call backs should be only for reorders, or to sell related products from his range. Because of that, he says he moves on as he can waste valuable time on an introductory call on an existing prospect to re-qualify him.
I can also understand why he believes he is wasting money if he continues calling on the same prospect. But as I’ve pointed out to him a number of times, he works in the highly competitive hospitality industry, and the ones he doesn’t get, his opposition will, in much the same way he takes customers away from his opposition.
Whenever he is faced with a reply such as, Your product looks pretty good, but I’ll have to give it some thought,” he will quickly jump in and ask what it is that his prospect doesn’t understand, or what specifically about the product does the prospect feel he needs to give more thought. With that he gives them time to explain, and that’s when he goes back into his sales presentation to make everything crystal clear.
If the prospect still remains undecided, then he will either tell the prospect that he think the prospect is procrastinating, or that overall, he doesn’t think the product will really be of benefit them, or that purchasing it would be to their advantage.
It takes guts and real know-how to pull this style of selling off, so be cautious and well rehearsed before you give it a go. This kind of selling is not for the timid.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2002, 2007, 2011, 2015, 2017, all rights reserved.
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This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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